Getting the Most Out of Your Clients

Friday, January 18th, 2013

The following is an excerpt of one of David’s coaching sessions in Top Coaching Techniques.

David:         Yes! It’s just coming to me some of the things that are going to become obvious just to throw in there – an upgrade special. You know, ‘I wanted to let you know we’ve got an upgrade special this month.’ That might go out in the third letter that they get. If, instead of a half page or full page, you get a two-page spread.

Client:         That’s a very good point.

David:         As you know, it’s so much easier than getting a new sale.

Client:         That’s a good call, a very good call. I like it.

David:        Great.

Client:         Yeah, thanks for that. They’re good ideas and you’re right about the customer relationship management system, because if you don’t do that, you tend to just blunder on – making sales, making sales – and not following up on the sales you’ve got.

David:        Then you lose the referrals, or you could lose a customer in the end, plus you lose your extensions. What you want is to make it so easy. When they go to renew, it’s like, ‘Oh, you know, I only want to work with people who are keeping touch with me every now and then, and who are handling stuff so that I don’t have to think about it.’

Client:         Yeah, good call.

David: ‘       If they sold to me and I don’t hear from them again, it’s like every day I have to wonder if this was a good idea.’

Dating Ideas

Thursday, January 17th, 2013

The following is an excerpt of David’s interview in Top Coaching Techniques.

Ingrid:        Yes. I think there’s a whole topic to talk about on dating, but just as far as my experience goes, David, the best dates are ones that you’re not just going to the movies or perhaps having dinner, but you’re actually doing something, like going bowling or going bush walking.

David:         Yeah. I don’t recommend the movies unless it’s combined with something else, because in movies, they’re just there with you while you’re watching something else, you know? So something where you can talk or go for a stroll, and check out some cafes. You said how do you do that date thing. I’m going to give a tip here to the listeners, which is more important than almost anything else that I can talk about in this program, and that is you need to ask.

Ingrid:        You’ll have to explain that.

David:         You need to invite somebody. If you want a date, you need to invite somebody. You can’t just – I mean yes, there are ways, particularly for women, to look attractive and drop hints, and this and that, but basically, if you spot somebody who is at least remotely, possibly the kind of person you’d like to spend more time with, ask them. ‘Hey, you know what? I’m interested in doing some bowling or whatever, do you want to come?’ You’ve got to really put yourself on the line. One exercise I’ve given people before is, if you’re really hesitant about asking people, is get out there and ask ten people and make sure you get at least two or three no’s.

Leveraging Profit to Expand vs. Spending Big

Wednesday, January 16th, 2013

The following is an excerpt of one of David’s coaching sessions in Top Coaching Techniques.

David: Let’s talk about revenue, and I think it fits in really well with this other thing. You said you decided to pursue a loan to open a location and use someone else’s money, but then almost in the next breath you said, ‘I really need to focus on creating more revenue.’ I get nervous when the two of those are put together or when the two of those exist together. Talking really big picture stuff – what I’d like to see for you is that you create revenue, and then you launch into a location to expand an existing revenue stream, or one that you already know is going to be there. So that’s the big picture point. So, let’s say you’re going to launch a location and you do that over the next three months. What’s the worst that could happen? Do a little risk analysis.

Dating Strategies

Tuesday, January 15th, 2013

The following is an excerpt of David’s interview in Top Coaching Techniques.

Ingrid:        What about that ‘asking this person out’? Do you then proceed on to asking for their phone number? What’s the best way to do that?

David:         Yes. Well, I’m not going to get into the masculine and the feminine, whose role is what, right? We’re just going to keep it practical for now because that’s a whole different topic. But once you’ve worked out who you’re after, and once you work out where they hang out, I do suggest a lot of dating.

Ingrid:        Really?

David:         I suggest a lot of dating. See, why try and work out, over just bumping into somebody every now and then, whether or not they’re the right person? You know, why not spend some time with them? Now here’s something that’s very important when you’re dating. Do not view this as an interview for your last partner. Right? That’s what happens, particularly because there’s a lot of pressure on women to get into a relationship in our society, so there’s a tendency to go out and think, ‘Is he the one? Am I going to stay with him? Are we going to be a couple?’ What I really suggest is that you view this as having fun. Spend some time with them, do something you really want to do, and take the pressure off. If it works out and you want to have another date, great. If it doesn’t work out, thank them for their time and say, ‘I really appreciate you coming out. It was great,’ you know, and we won’t do anymore.

Staying Active in Your Own Love Life

Sunday, January 13th, 2013

The following is an excerpt of David’s interview in Top Coaching Techniques.

David:         It’s simply be practical. If you’re after a relationship, you can sit at home or you can complain to your friends that you’re not in a partnership, or you can actually write down who you’re looking for, get out there off your butt, join a club. If you’re after people who are into personal development, go and do some personal development courses. Go and do an acting course. Go and do some dancing. That’s often a wonderful way to meet people; get into some kind of dancing class. I’ll tell you, that’s one of the best tips I’ve ever come up with from a Ingrid.

Ingrid:        Really?

David:         Because you not only meet people who are into the same things that you are – for example, into dancing or into going out – but you also get to spend maybe six weeks or eight weeks with the same people, and you get to know them. You don’t have to go to a bar, and walk up to someone and try and establish a relationship under the influence of alcohol, but you’ve actually got time to develop a relationship and see, ‘Do I want to ask this person out, or do I not?’

Following Your Own Path

Saturday, January 12th, 2013

The following is an excerpt of one of David’s coaching sessions in Top Coaching Techniques.

David:         You know, I understand it. I know you’re like, ‘I hope he says yes, and if he says yes, I hope he sticks to it because he might change his mind later. If he says no, then am I going to do it on my own,’ or whatever. There’s no commitment from you.

Client:         Right, so you’re suggesting that I need to just figure out what I want to do, commit to it, and see what part of it he wants to join me on and what part he doesn’t.

David:         Well, you could do that but let’s look at an upgrade to that. What if you decided what you wanted to do, made a commitment to it, and then enrolled or enthused him in playing that game with you?

Client:         Right.

David:         It’s a very different place to come from, when you’re actually committed to it, than saying, ‘I’d really like it. Let’s kind of do it.’

Client:         Right. I’m so glad you said that, because that’s sort of what I came to today. I was like, ‘You know, I just need to figure out what are the things that are really important for me to accomplish over, let’s say, the next year? How am I going to prioritize those things? How am I going to make them happen? What parts do I need him or don’t I need him to do with me?’